- 1). Inspect your team's sales activities. Take note of each salesperson's revenue, the profitability of the revenue, the salesperson's ability to meet quotas and how he compares to the achievements of other members of the sales team. In "How to Beat the 80/20 Rule in Sales Team Performance: A Step-by-Step Guide to Building and Managing Top-Performing Sales Teams," Alan Rigg says this will alert you to areas that need improvement. It will also help create and reinforce your company's sales culture.
- 2). Hold training workshops several times a year. Sales team members should receive refresher training in the various aspects of the job, such as prospecting, finalizing a sale and maintaining business relationships. This is also an opportunity for the team to practice and refine their sales techniques.
- 3). Talk to your team. Monthly meetings provide opportunities for you and your team members to discuss the various aspects of sales, current trends and new innovations. You can provide feedback for any concerns or ideas they present. Be open to feedback from your sales team. It is also important to have brief one-on-one meetings with each member to give encouragement and show you are interested in what they are doing.
- 4). Set goals. Salespeople appreciate having clear targets to aim for which they can use to measure their achievements. It is important to make the goals realistic to reflect the changes that may affect your business at different times of the year. For instance, you may receive more sales in the summer and the various holiday periods.
- 5). Identify each team member's strong points, and help him use it effectively. For instance, some people may be good at cold calling, while others are better at maintaining the business relationship after the sale.
- 6). Keep your team energized and excited. According to "My Business," (See Reference 2) sales people thrive in exciting environments. Any excitement they feel will show in their communication with prospective customers, which are more likely to end positively.